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Negotiation in social conflict / Dean G. Pruitt, Peter J. Carnevale.

By: Contributor(s): Material type: TextTextSeries: Mapping social psychologyPublisher: Buckingham : Open University Press, 1993Description: xvii, 251 pages : illustrations ; 22 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 0335098657
  • 9780335098651
  • 0335098665
  • 9780335098668
Subject(s): DDC classification:
  • 302
LOC classification:
  • BF637.N4 P79 1993
Contents:
Foreword -- Preface -- 1. Introduction -- 2. Issues and Outcomes in Negotiation and Related Settings -- 3. Strategies and Tactics in Negotiation -- 4. Determinants of Demands, Concessions and Contentious Behavior -- 5. Reactions to the Other Party's Behavior -- 6. Cognitive and Decision Processes in Negotiation -- 7. The Dual Concern Model and the Determinants of Problem Solving -- 8. Social Norms and Their Impact on Negotiation -- 9. Relationships Among the Negotiating Parties -- 10. Group Processes in Negotiation -- 11. Mediation -- 12. Choices Among Procedures in Social Conflict -- 13. Conclusions -- Bibliography -- Name Index -- Subject Index.
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Includes bibliographical references (pages 204-236) and index.

Foreword -- Preface -- 1. Introduction -- 2. Issues and Outcomes in Negotiation and Related Settings -- 3. Strategies and Tactics in Negotiation -- 4. Determinants of Demands, Concessions and Contentious Behavior -- 5. Reactions to the Other Party's Behavior -- 6. Cognitive and Decision Processes in Negotiation -- 7. The Dual Concern Model and the Determinants of Problem Solving -- 8. Social Norms and Their Impact on Negotiation -- 9. Relationships Among the Negotiating Parties -- 10. Group Processes in Negotiation -- 11. Mediation -- 12. Choices Among Procedures in Social Conflict -- 13. Conclusions -- Bibliography -- Name Index -- Subject Index.

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